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SALES TRAINING - KNOWLEDGE BANK
Article
The Future of the Sales Rep
Tuesday, 10 Apr 20129 out of 10 sales managers find it increasingly important to differentiate sales approaches and processes to different customer segments.
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Video podcasts
Article
Video: The key drivers in the technology sector and what Mercuri International can do for you
Thursday, 22 Mar 2012Mercuri International's global practice leader within technology, Dave Cusdin, explains the key drivers within the technology sector and what Mercuri International can do for you.
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Article
Celemi Case Study: Improving Value-Based Selling
Thursday, 22 Mar 2012
A case study from Celemi, a subsidiary of Mercuri International, on how ACL – a leading global provider of audit analytic technology – used Apples & Oranges to make the company’s experienced sales reps understand and work with value-based selling instead of price-based selling.
Learn more about Celemi Apples & Oranges at www.celemi.com
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Article
Case Study: Sales Excellence in the Technology Sector
Thursday, 22 Mar 2012Sales Excellence in the Technology Sector A case study on how Mercuri International has helped one of the leading providers of desktop computers and notebooks to improve their sales and go from a market position of 2 or 3 in some countries to become number 1. Click on the .pdf file to read more
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Article
Kuehne+Nagel works with Mercuri International to improve sales
Wednesday, 21 Mar 2012A testimonial from one of our clients, Kuehne+Nagel - a leading global provider of fully integrated supply chain solutions – on how Mercuri International has worked with Kuehne+Nagel to improve their Sales Leadership, Sales Productivity Planning, Consultative Planning, Negotiation Skills, Presentation Skills, Sales Coaching and Customer Service.
Please click on the video below and on the attached .pdf to learn more about the case.
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White Paper
Measuring Return on Training Investment
Tuesday, 21 Feb 2012A global Bank appointed Mercuri International to deliver 35 relationship-based negotiating programmes to 316 bank relationship managers across five departments, in ten months. The commercial impact has been tremendous and the training investment repaid in the first three months
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Sell solutions, not products
Tuesday, 21 Feb 2012Our partner CrossKnowledge presents a case on how you as a company can improve sales by selling solutions, not products
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Choose your priorities from the customer's view point.
Tuesday, 21 Feb 2012
Our partner CrossKnowledge presents how businesses must change to become more customer focused.
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Opportunity to Order
Tuesday, 21 Feb 2012Have you felt the frustration of losing a large sales opportunity?
What’s your plan to minimize the chance of that happening again?
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United Kingdom and Ireland
Video podcasts
White Paper
The Bowtie approach to Key Account Management
Thursday, 26 Jan 2012Dave Cusdin, technology sector expert at Mercuri International, explains The Bowtie approach to Key Account Management, and what the optimal interaction points between a supplier and a customer look like.
The Bowtie approach to Key Account Management" video with Dave Cusdin:
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